B2B Sales & Key Account Management
26. / 27. September 2018

Optimize business models and sales processes in B2B

The B2B sales is about to change greatly. Today grown customer relationships guarantee success but tomorrow new customer demands can endanger already existing business models. What does that mean for sales? Which competences does B2B sales require in the future? How do chances of the digitization apply to the own sales model? And what does customer orientation, CRM and Sales Excellence mean in the market field of today? Many case studies show what successful B2B sales means at our strategy summit in Berlin.

Speaker

Overview of the Event Speaker


Michael Becker Head of International Sales Processes

Marc Bontenakels Inhaber

Dr. Uwe Braun Senior Global and Key Accounts Manager EnBW / Nuclear DD & Services

Christian Claus Head of Sales

Kerstin Drinnenberg Head of Sales & Marketing

Dominik Groth DACH Major-Market Account Executive

Arel Güven Manager Global Digitalization

Prof. Dr. Johannes Habel Associate Professor and Co-Director of the Hidden Champions Institute (HCI)

Gerardus Jong Head of Global Sales Excellence

Tobias Kablau Head of Sales

Armin Kehl Solution Sales Manager

Thilo Kerner Head of Business Development MEE

Frank Kullmann Sales Consultant

Bernd Lorenz Head of Sales Analytics

Vincenzo Muratore Solution Sales Manager – Salesforce

Iris Pfafferott Consultant

Joël Puznava Partner

Andree Radloff Senior Director

Kilian Renschler Vice President Customer Segment Operations

Lars Schade Managing Director

Thomas Schäfer Managing Director Sales

Thomas Tack Enterprise Account Executive

Agenda

REGISTRATION

08:15 - 09:00

OPENING

09:00 - 09:10

Prof. Dr. Johannes Habel Associate Professor and Co-Director of the Hidden Champions Institute (HCI)
Tobias Kablau Head of Sales
Sebastian Krzonkalla Director Event Production

Digital Sales Transformation

09:10 - 09:30

Prof. Dr. Johannes Habel Associate Professor and Co-Director of the Hidden Champions Institute (HCI)

B2B Sales Digitization

09:30 - 10:00

Arel Güven Manager Global Digitalization

Heidelberg Digital Unit – From product offering to digital ecosystem

10:00 - 10:30

Kilian Renschler Vice President Customer Segment Operations

PANEL DISCUSSION: Chances and Risks of Digitization in B2B Sales

10:30 - 10:55

Arel Güven Manager Global Digitalization
Ralf Haberich Vorstandsvorsitzender
Joël Puznava Partner
Joël Puznava Partner

Joël Puznava ist Partner bei Riverland Reply, einem Oracle Premium Partner. Begonnen hat er bei Riverland Reply vor vier Jahren, wo er die Marketing Cloud Unit aufgebaut hat. Seit 2017 ist seine Aufgabe die Weiterentwicklung der Kunden rund um das Thema Marketing, Sales und Service im Zusammenhang mit Big Data und künstliche Intelligenz. Joël Puznava bringt über 20 Jahre Beratungserfahrung in dem CRM Bereich. Er hat seine Karriere in Frankreich angefangen und bei Firmen wie Capgemini oder Havas, hat er namenhafte internationale Unternehmen betreut. Vor 11 Jahre ist er nach Deutschland gekommen und hat Kunden ganz besonders in die Optimierung von Marketing und Sales Prozessen, Lead Management und Customer Journey unterstützt.

Kilian Renschler Vice President Customer Segment Operations

Manufacturer-Dealer-Customer: Successfully mastering digitization together.

11:15 - 11:45

Lars Schade Managing Director

It brings together what belongs together - Interplay of marketing, sales and service

11:15 - 11:45

Marc Bontenakels Inhaber

Networking: Discussions with colleagues and our partners

11:45 - 12:45

WORKSHOP: Distribution in times of digitalization - Are you prepared?

13:50 - 14:40

Thilo Kerner Head of Business Development MEE

LUNCH

12:45 - 13:45

Networking: Discussions with colleagues and our partners

13:45 - 15:45

WORKSHOP: Chances & Risks in Digitalizing Sales

13:50 - 14:40

Armin Kehl Solution Sales Manager

Workshop: Increase in sales success

14:50 - 15:40

Vincenzo Muratore Solution Sales Manager – Salesforce
Stefan Baltes Senior Sales Consultant

Key Account Analytics – know more than the customer

15:50 - 16:20

Bernd Lorenz Head of Sales Analytics

Key Account Management – Convincing internally first, then selling externally

16:25 - 16:55

Dr. Uwe Braun Senior Global and Key Accounts Manager EnBW / Nuclear DD & Services

Accelerate Your Business - The Modern System of Agreement

16:25 - 16:55

Dominik Groth DACH Major-Market Account Executive
Sebastian Walfort DACH Mid-Market Account Executive

Networking

17:00 - 18:30

Workshop: It brings together what belongs together - interaction of marketing, sales and service

17:05 - 17:55

Frank Kullmann Sales Consultant
Torsten Geike Sales Consultant

Successful B2B sales - in times of DSGVO

18:35 - 19:05

Andree Radloff Senior Director

NETWORKING DINNER

Historic Spreespeicher

20:00 - 23:00

Standardised Sales and CRM Processes for Succesful New Customer Management

08:45 - 09:15

Michael Becker Head of International Sales Processes

Networking Big Data, AI and CRM to successfully win customers

09:20 - 09:50

Joël Puznava Partner
Joël Puznava Partner

Joël Puznava ist Partner bei Riverland Reply, einem Oracle Premium Partner. Begonnen hat er bei Riverland Reply vor vier Jahren, wo er die Marketing Cloud Unit aufgebaut hat. Seit 2017 ist seine Aufgabe die Weiterentwicklung der Kunden rund um das Thema Marketing, Sales und Service im Zusammenhang mit Big Data und künstliche Intelligenz. Joël Puznava bringt über 20 Jahre Beratungserfahrung in dem CRM Bereich. Er hat seine Karriere in Frankreich angefangen und bei Firmen wie Capgemini oder Havas, hat er namenhafte internationale Unternehmen betreut. Vor 11 Jahre ist er nach Deutschland gekommen und hat Kunden ganz besonders in die Optimierung von Marketing und Sales Prozessen, Lead Management und Customer Journey unterstützt.

Networking

10:00 - 12:30

Workshop: Sales to Marketing: "I need more and better leads"

10:00 - 10:50

Thomas Tack Enterprise Account Executive

Workshop: B2B sales processes: Opportunities and limits of digitization

11:00 - 11:50

Iris Pfafferott Consultant

Customer Relationship Management (CRM): A Mosaic of Opportunities for Sales Productivity Increase

12:35 - 13:05

Gerardus Jong Head of Global Sales Excellence

Leadership & Change Management in changing markets

12:35 - 13:05

Kerstin Drinnenberg Head of Sales & Marketing

LUNCH

13:05 - 14:00

Networking

14:00 - 15:30

Consolidating Three Independent Sales Teams via CRM

15:35 - 16:05

Tobias Kablau Head of Sales

Organizational strength versus the power of organization. How SMEs can survive in B2B competition with corporations

15:35 - 16:05

Thomas Schäfer Managing Director Sales

Empowerment & Entrepreneurship in B2B Sales

16:10 - 16:40

Christian Claus Head of Sales

WRAP UP

16:40 - 16:50

Location

Titanic Chaussee Hotel

Chausseestraße 30, 10115 Berlin, Deutschland

Evening Event

Spreespeicher Berlin

Stralauer Allee 2, 10245 Berlin, Deutschland

The historic Spreespeicher, located at Berliner Osthafen, not far from MTV, Universal Music, the Mercedes-Benz-Arena and the East-Side-Gallery, captivates its guests with a stunning view of the Oberbaum Bridge. The unique architecture of this heritage-protected former granary looks back at over 100 years of history, giving the building its individual face.

Partner